The Laws of Sales

Posted by Jack Derby, Head Coach on Tue, Aug 02, 2011

There are Laws…

No, no politics in this blog about laws.  We’ve had enough politics in the last two weeks to last for the rest of the summer.  I’m as frustrated and ticked off as is everyone with the boys and girls in Washington kicking the can down the road until…surprise of surprises…after next year’s election.  All of this gambling with our future due to pure politics really begs a call for term limits. 

Increase in SalesAs we enter the Dog Days, I thought that I would share a few of my Laws of Sales and see if they evoke any comments and better ideas about your own sales laws.  Certainly, my laws are way less quantitative and fundamental than Einstein’s law of relativity.  My Laws of Sales have far less physics and are far more qualitative in nature.  But after 35 years of selling stuff and managing some thousands of great salespeople, I do have strong convictions regarding many of these laws.

So, I’ll start with Jack’s Law of 3,000, which, as far as I’m concerned, is a fundamental truth, coupled with a bit of math and data that we’ve collected in order to give it some substance, as to why sales processes count significantly in improving one’s effectiveness.  Before you click into the Brainshark presentation in that last sentence, first just write down the number that answers this question:

On average, how many hours a week does the average B2B salesperson say that he/she works?

Now, you can click on the presentation-Jack’s Law of 3,000.  

How did your number compare with the data?

Had you previously thought about sales productivity and effectiveness in this way?

Over the next few weeks of the Dog Days, I’ll also unfold my “Law of 6’s &9’s”, the “Law of Kinda Process” and the “Law of I Hope”, and I'd like to hear from you in the meantime with some of your own ideas.  It’s always refreshing to listen to solutions not from the academic blackboards but from the streets of reality.  At the end of the day, all of us are focused on Just One Thing:  increasing revenue and margins in as short a time as possible, so we might as well share our ideas. 

Sales Management Boot CampIn our Sales Management Boot Camp on October 2nd-4th, we go into great detail with similar data, numerous tactics and detailed recommendations that can optimize the sales performance of your team by up to 30% in a year.  To learn more regarding the details about agenda, costs, speakers and location, just click on to Sales Management Boot Camp. or you can just send me an email at, and I can schedule a very short 10 minute call to answer questions and walk you through the details.  In quick summary…

  • Five years of boot camps
  • Over 350 graduates
  • CEOs & Sales Managers only- (a number of sales managers are bringing 1or 2 of their team)
  • High satisfaction & lots of testimonials
  • Presentations by Brainshark, HubSpot & Salesforce
  • Pre-August 15th discounts
  • Pre-August 15th free Sales Assessment Whiteboarding Session-a $2,500 value

Good Selling today!

Head Coach
Jack's Sales Linked In

Tags: sales productivity, Sales Optimization, sales, sales management, sales management effectiveness, sales effectiveness, sales tools, selling, improved sales management, sales management training, selling skills, closing sales, marketing effectiveness, marketing productivity, Sales quota, sales training, management